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- Title
TEST-SELECTED SALESMEN.
- Authors
Flemming, Edwin G.; Flemming, Cecile White
- Abstract
The article discusses the used of psychological testing in the selection of sales personnel. According to the author, tests have revealed that sales personnel who appear the most gregarious and emotionally sensitive seem to perform the worst in terms of sales figures, while sales personnel who do not need the companionship of others perform very well. The author notes that psychological testing should be seen as a companion to rather than a substitute for job application responses, interviews, credit references and employment history in the selection of sales personnel.
- Subjects
SALES personnel; EMPLOYEE selection; PSYCHOLOGICAL tests; SALES; EMPLOYEE testing; SELLING; PERSONNEL management; SALES force management; INDUSTRIAL psychology; RATING of sales personnel
- Publication
Journal of Marketing, 1946, Vol 10, Issue 4, p336
- ISSN
0022-2429
- Publication type
Article
- DOI
10.2307/1245616